Sales Manager

Sales Manager

Informa Markets, a division within Informa, creates global platforms for industries. We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

Job Description

This role is based in our Cairo Festival City Business Park, New Cairo, Cairo, Egypt office.

Role Overview

The Sales Manager is responsible for overseeing the individual assigned territories and being a contributor to ensure the achievement and exceeding of sales revenue targets for the team in accordance with the sales plan. The Sales Manager will provide a high level of prospecting, relationship building and account management to existing and prospective exhibitors to sell solutions which meet with the client's needs.

Key Performance Indicators

• Achievement of sales revenue targets within timelines
• Achievement of KPI's as set out by the Portfolio – phone time, F2F meetings, systems
• Exhibitor satisfaction levels and retention
• Timely & accurate reporting of sales results, pipeline and activities

Job Responsibilities

Sales and Account Management

• Drive Sales performance in the relevant product assignments, ensuring individual achievement of set revenue targets in accordance with the sales plan
• Ensure the sales focus and direction is maintained and/or readjusted where necessary
• Fielding incoming leads across assigned territories
• Utilize resources to tailor sales approach to build new relationships and enhance existing relationships
• Build and maintain strong client relationships

Customer Retention

• Understand client's objectives and support them to achieve these through the event campaign
• Maintain regular contact with existing clients throughout the event cycle
• On-site account management to achieve high exhibitor satisfaction levels and retention

New Business

• Identify new prospects through use of industry media, social media, online resources, industry networking and company CRM
• Developing new business and revenue streams, including sponsorship and other non-square metre revenue sources

CRM and Reporting

• Overseeing the continual and accurate data capture of sales activities/calls and updating the CRM to ensure all opportunities and pipeline is up to date
• Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
• Monitor the debt reports and assist the finance team with revenue collection
• Ensure up to date market intelligence is available for the Head of Sales and Marketing Manager to assist with exprom and visprom campaigns
• Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
• Awareness and understanding of floor plan optimisation
• Ensure consistent and effective communication with other internal stakeholders pertaining to assigned products including operations, marketing, finance to maximise client experience and product delivery.
• Perform any other duties commensurate with the grade and level of responsibility

Qualifications

• Educated to degree level
• Proven experience in a sales role
• Arabic speaking would be preferable with effective verbal and written English communication.
• Computer literate and proficient in the use of commonly used business software
• Awareness of exhibition production
• Experience of growing and developing new markets and products
• Telesales, media sales or exhibition background